VP Revenue Management and Sales

$240,000 - $305,000/Yr

JetBlue Airways - Long Island City, NY

Full-time - Senior

Long Island City, NY

Air Transportation

About the position

The Vice President (VP) of Revenue Management and Sales at JetBlue Airways is a senior executive role responsible for leading the strategic direction and execution of revenue management and sales initiatives. The primary goal is to maximize revenue performance and drive profitability through comprehensive pricing, sales, and revenue optimization strategies. The VP will oversee sales and distribution teams, manage flight and ancillary revenue, and ensure alignment with JetBlue's business objectives.

Responsibilities

• Define the overall pricing and yield management strategies for $10B in annual flight and ancillary revenue.
• Oversee all public and private pricing to set and execute strategies, maintain fares, monitor industry trends, and respond to market dynamics.
• Monitor and evaluate route and network booking information, price competition, market and capacity share, and make appropriate strategic changes to maximize Revenue per Available Seat Mile (RASM).
• Continuously identify opportunities to improve business processes and ensure a focus on using industry-leading tools and systems to maximize revenue performance.
• Lead Revenue Management Systems team to optimize and manage internal yield system performance and processes using industry-leading practices and data science.
• Ensure yield management strategies and teams remain nimble and can understand, anticipate, and influence customer behavior to increase profits.
• Ensure that revenue forecasting is accurate at a granular level and improves over time.
• Continuously focus on ancillary revenue and ensure maximum value from existing products and development of new ancillary products and offerings.
• Ensure optimal use of available flight capacity through strategies, inventory control, and collaboration with Network Planning to adjust flight frequencies.
• Drive ongoing decision-making on commercial policies, partnering with cross-functional leaders to ensure revenue and operational effectiveness.
• Develop and execute commercial initiatives in conjunction with various teams to create revenue opportunities consistent with Revenue Management strategies.
• Establish and drive sales and distribution strategy in the managed and unmanaged corporate travel sector for business travelers.
• Oversee performance of current and existing corporate contracts.
• Provide ongoing updates to JetBlue's Senior Leadership team on revenue results and trends.
• Guide and influence other departments on inquiries regarding pricing and inventory.
• Partner with other business areas to improve communication and teamwork to drive efficiencies.
• Ensure team readiness for response to significant irregular operations and emergency events.
• Effectively lead a team of approximately 55 crewmembers, including 3-4 direct reports.
• Take a significant role in the development of crewmembers to support engagement, growth, goal achievement, and succession planning.

Requirements

• Bachelor's degree in Business or a relevant field; OR a combination of a High School Diploma/GED and at least four (4) years of relevant work experience.
• Seven (7) years of pricing and/or revenue planning experience.
• Five (5) years of leadership experience.
• Previous experience managing a large scale project or initiative.
• Available for occasional overnight travel (10%).
• Able to work flexible hours and be available for emergency response on short notice.
• Must pass a pre-employment drug test.
• Must be legally eligible to work in the country in which the position is located.

Nice-to-haves

• Master's degree in Business or a relevant field.
• Experience managing a budget.
• Experience holding responsibility for pricing and/or yield management activity.
• Experience managing relationships with business partners.

Benefits

• Employee stock purchase plan
• Disability insurance
• Health insurance
• Restricted stock units (RSU)
• 401(k) matching
• Life insurance